Event Sales Manager

Description

We are seeking an experienced Event Sales Manager to join our dynamic team in India. The ideal candidate will be responsible for driving sales initiatives and managing relationships with clients to ensure successful event execution.

Responsibilities

1. Business development and client acquisition Identify and approach corporate prospects across HR, Administration, Procurement, Marketing and Travel functions. Generate qualified leads through outreach, referrals, networking and client meetings; develop new accounts and recurring business.

2. Requirement assessment and solution selling Understand each client's objectives, budget, dates, destination, delegate count and service needs. Recommend suitable venues, accommodation, transport, production, entertainment and engagement programmes in coordination with the relevant teams.

3. Proposals and commercial negotiation Prepare accurate proposals, presentations, itineraries and cost sheets. Coordinate supplier quotations, validate availability and communicate inclusions, exclusions, taxes, payment schedules and cancellation terms. Negotiate within approved pricing and margin limits.

4. Sales closure and account growth Follow up on proposals, handle objections and secure written confirmations, purchase orders or contracts as applicable. Identify repeat events, annual MICE opportunities and relevant corporate travel services within existing accounts.

Delivery and commercial responsibilities

5. Event handover and coordination Provide Operations with the approved scope, budget, client contacts, timelines, supplier commitments and special requirements. Participate in planning calls and site visits as required, track client commitments and support the team during critical delivery stages.

6. Client relationship management Act as the commercial point of contact, provide timely updates and resolve concerns with Operations. Record changes in scope, obtain client approval for additional charges and collect post-event feedback to strengthen retention.

7. Revenue protection and collections Coordinate advances, billing documents and payment follow-ups with Finance. Track outstanding receivables and escalate delays. Obtain management approval before offering exceptions to credit, discounts, payment terms or cancellation conditions.

8. CRM discipline and reporting Maintain current lead, meeting, proposal and opportunity records in the company CRM. Record deal value, expected closure, next action and payment status. Submit sales activity reports and participate in weekly pipeline and monthly performance reviews.

9. Market development and teamwork Monitor destination trends, venue offerings and competitor activity. Work with Marketing on relevant campaigns and case studies. Guide assigned sales executives, share product knowledge and maintain professional relationships with hotels and partners.

Performance expectations

Performance will be reviewed against management-approved monthly, quarterly and annual targets for revenue, gross profit, new corporate accounts, qualified meetings, proposal conversion, repeat business and timely collections. CRM accuracy, proposal turnaround, client feedback and quality of operational handovers will also form part of the review. Numerical targets will be communicated separately in writing.

Strong communication, presentation, negotiation and relationship-building skills; working knowledge of MICE costing, hotel contracting, destination planning, Excel, PowerPoint and CRM systems. Ability to travel for client meetings, site inspections and events, and coordinate effectively against event deadlines

Skills and Qualifications

• Bachelor's degree in Business Administration, Marketing, Hospitality, or a related field.
• 1-6 years of experience in sales, preferably in the events or hospitality industry.
• Strong communication and interpersonal skills to build relationships with clients.
• Excellent negotiation and presentation skills.
• Ability to work independently and as part of a team.
• Strong organizational and time management skills to manage multiple projects.
• A passion for events and a good understanding of the event planning process.